Sales Manager

Job summary

Lead and develop a team of National Account Managers to achieve revenue, margin, retention, and customer growth goals through strategic account management, new business development, and commercial leadership. Coordinate with operations and carrier partners, coach team members, oversee forecasting and CRM accuracy, and use performance reporting to support profitable growth.

Job details

We are seeking an experienced Sales Team Manager to lead, coach, and develop a team of National Account Managers and Senior National Account Managers responsible for strategic customer growth across North America. This role drives sales performance, revenue growth, account retention, and new business development while ensuring alignment between sales, operations, and carrier partners. The Sales Team Manager will be responsible for executing sales strategy, building team capability, and delivering sustainable, profitable growth. Key Responsibilities 1. Sales Growth & Revenue Growth Lead and develop a team of National Account Managers and Senior National Account Managers to achieve revenue, margin, and customer growth objectives. Drive pipeline development, new business acquisition, and expansion opportunities across strategic customer segments. Establish sales priorities, account strategies, and performance expectations aligned with business goals. 2. Strategic Account Management & Portfolio Growth Provide direction and support on strategic account planning, customer retention, and portfolio growth initiatives. Build and strengthen executive-level customer relationships to support long-term partnerships. Support the resolution of complex customer issues and act as an escalation point when required. 3. Commercial Leadership & Market Strategy Oversee pricing strategies, contract negotiations, and major RFP/RFQ opportunities. Analyze market trends, customer needs, and competitive activity to identify growth opportunities and mitigate risks. Partner with leadership to develop and execute commercial strategies that drive profitable growth. 4. Cross-Functional Leadership Collaborate with Operations, Carrier Relations, Dispatch, and Customer Success teams to deliver an exceptional customer experience. Ensure commercial commitments align with operational capabilities and service standards. Champion continuous improvement initiatives that enhance performance, efficiency, and customer satisfaction. 5. People Leadership & Coaching Coach, mentor, and develop team members through regular feedback, performance management, and career development planning. Support recruitment, onboarding, and workforce planning activities in partnership with leadership. Foster a high-performing, collaborative, and accountable sales culture. 6. Sales Reporting, Forecasting & CRM Excellence Monitor team performance against revenue, profitability, retention, and activity KPIs. Maintain accurate forecasts, pipeline visibility, and CRM data integrity across the team. Provide business insights and performance reporting to support decision-making and growth planning. Qualifications 7+ years of experience in sales, account management, freight brokerage, transportation, or logistics. 2+ years of experience leading, coaching, or mentoring sales teams. Proven track record of consistently achieving revenue growth and sales targets. Strong knowledge of freight brokerage, transportation logistics, supply chain solutions, and North American freight markets. Experience managing strategic, enterprise-level, or national customer relationships. Demonstrated ability to lead through change, develop talent, and build high-performing teams. Strong commercial acumen with experience in pricing strategy, contract negotiations, and customer retention. Excellent communication, stakeholder management, coaching, and leadership skills. Advanced proficiency with CRM platforms (HubSpot preferred), Microsoft Excel, and performance reporting tools. If you're driven by growth, relationshipbuilding, and creating real impact on businesses, we'd love to hear from you. Join Falco Logistics and build something exceptional! $70,000 - $110,000 / year Benefits: Dental care Life insurance Paid time off Vision care Ability to commute/relocate: North York, ON: reliably commute or plan to relocate before starting work (required) Experience: B2B sales: 5 years (required) Work Location: In person

What you’ll do

Lead and develop a team of National Account Managers to achieve revenue, margin, retention, and customer growth goals through strategic account management, new business development, and commercial leadership. Coordinate with operations and carrier partners, coach team members, oversee forecasting and CRM accuracy, and use performance reporting to support profitable growth.

Requirements

Requires at least 7 years of experience in sales, account management, freight brokerage, transportation, or logistics, including at least 2 years leading, coaching, or mentoring sales teams. Candidates should have a record of meeting sales targets, experience with enterprise customer relationships and commercial negotiations, strong knowledge of North American freight markets, and proficiency with CRM platforms, Excel, and performance reporting.

Benefits

• Dental Care
• Life Insurance
• Paid Time Off
• Vision Care

Listed skills

• Performance Reporting · Preferred
• CRM Management · Preferred
• Microsoft Excel · Preferred
• Business development · Preferred
• Contract Negotiation · Preferred
• Forecasting · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales Leadership
• Team Coaching
• Revenue Growth
• Strategic Account Management
• Business Development
• Customer Retention
• Pricing Strategy
• Contract Negotiation
• Freight Brokerage
• Transportation Logistics
• Supply Chain Solutions
• Forecasting
• CRM Management
• HubSpot
• Microsoft Excel
• Performance Reporting

Job areas

• Sales
• Management & Leadership
• Logistics
• Transportation